1、Which of the following is LEAST appropriate as an objective for negotiations? A、Meeting the minimum essential needs of the organization B、Maintaining control over contract performance C、Determining the negotiation site
D、Ensuring the correct ratio of contract administrators to workers
下面哪个是最不适合的谈判目标? A 满足组织最低的基本需求 B合同履行的控制 C 决定谈判的地点
D保证合同管理中的管理人员管理工人的正确比率 Answer: D
参考Book P112 最常见的谈判目标 公平合理的价格, 及时的履行
满足企业的最低要求 控制合同执行 达成互利互惠协议
2、All of the following are generally true about global (as opposed to domestic) negotiations EXCEPT A、 the implications of gift-giving are different
B 、it usually takes less time to negotiate a contract C、 an interpreter may required
D 、buyers and sellers become acquainted on s social basis 下列哪个不是国际谈判的特点 A 对赠予的含义不同
B通常比国内采购花更少的时间 C需要一个翻译
D双方对于社交有同一性的认识 Answer: B Guide 13
在国际采购中,因为存在文化的差异,对没有足够时间准备谈判的一方会有显著不利的影响.
3、A supply manager for XYZ Corp. is planning for negotiations with Supplier A, a provider of software critical for use on XYZ’s production line.XYZ likes the software, but was recently alerted by Supplier A that they are dropping support for the version that XYZ uses. The supply manager learns that an upgrade is cost prohibitive for XYZ.
Prior to negotiations, the supply manager asks the IT department to detail its requirements for support of the software, and to assign an IT employee to attend the negotiations. The day before the negotiation, the IT employee calls the supply manager and states that he is unable to attend due to a scheduling conflict. He further states that he is confident the supply manager can represent the IT department’s needs in the negotiations. Given this scenario, which of the following should the supply manager do? A Follow the advice of the IT employee and represent IT in the negotiations B Escalate the issue to the IT director, ensuring that they send a representative
C Conduct the negotiations with the agreement that support issues will be dealt with at a later time D Postpone the negotiations until an IT representative becomes available
XYZ公司采购计划与A供应商谈判，A向XYZ提供一款用于生产线关键的软件，但被告之A公司对于这款软件的技术支持由于版本的原因会有所减弱，XYZ公司软件升级的费用不会被批准。谈判之前，采购要求IT部门明确的列出需求清单，但IT恰好有其他会议安排并且声称相信采购能够代表IT部门进行谈判。在这种情况下，采购经理应该
A代表IT进行谈判
B向IT总监提出以保证他们在派一名代表 C进行谈判并且同意以后再谈支持问题 D推迟谈判时间直到IT部门能够参与 Answer: B
本题目考的是谈判团队的部分,Guide,P12,IT 在此谈判中是非常重要的角色.
4、A supply manager is negotiating a contract with a supplier to purchase one million components. To determine a pricing arrangement satisfactory to both parties, which of the following is LEAST appropriate?
A Evaluating the supplier’s current cost data B Establishing a cost goal
C Reviewing the supplier’ anticipated costs D Performing a make-buy analysis
一供应经理正在与一供应商就一个百万部件的合同进行谈判,来决定对双方都满意的价格,下面哪项是最不适合的
A 评价供应商当前的成本数据 B建立一个成本目标
C 回顾供应商期望的成本 D进行自制/购买分析 Answer: D
参考Book P127
通过价格分析和成本分析来评价供应商价格,以及回顾过去价格的历史
5、Supplier B is one of two global manufacturers of a certain commodity chemical. During a time of supply constraint, Supplier B constructs a new manufacturing facility, which doubles its capacity. Just as the new facility is ready to commence operations, global demand for the commodity drops construction of the new facility, Company A’s negotiating position relative to that of Supplier B became A、much stronger
B、somewhat stronger dramatically, due to the development of a superior substitute. From the moment that Supplier B begins C、somewhat weaker D、much weaker
供应商B 是某一化学品的全球两大主要制造商之一，在一段时间，供应能力有限，B 供应商建设了新的设施，能力翻倍，就在新的设施准备投入运营的时候，全球的产品需求由于一种更高级的替代品的出现变得戏剧性的下滑，和供应商开始投入建设新的设施相比，公司A相比与供应商B的谈判地位变的 A 非常强 B 有些强 C 有些弱 D 非常弱 Answer: A